How to talk to customers & learn if your business is a good idea when everyone is lying to you.
Why Questions Matter in Selling – A Synopsis of SPIN Selling by Richard Young - SalesPOP!
Neil Rackham's SPIN Selling is a game changing book. Here are his top sales techniques in a "cheatsheet" summary -- Get started immediately.
Private data: developing a rubric for success - Paul's Leaflets
What will an effective solution look like?
Customer Discovery: in 4 steps from Idea to Validated Product [Guide] - Gust de Backer
You have an idea for a business. But... You don't want to build a business based on assumptions. Instead, you want to build a business based on validated assumptions so you're not just going to throw money away. I'm going to explain to you how the Customer Discovery phase of the Customer Development Process can be used to validate your…
Make one customer happy
Find one customer that is funny and motivating to work with, and learn about all their problems, select one and solve it. Simple.
How to Talk to Customers: 5 Lessons to Improve Communications
Whether you call them product owner, evangelist, or community manager, every company should have someone talking to their customers regularly. They should be the goto for any "What-Ifs” and “I wonders” from the product team.
My own private basic income
One person’s experience becoming a business owner shows how our economy is based on luck rather than merit and how it rewards people who own stuff rather than people who do stuff.
The Era Of The Business Idiot
Fair warning: this is the longest thing I've written on this newsletter. I do apologize. Soundtrack: EL-P - $4 Vic Listen to my podcast Better Offline. We have merch. Last week, Bloomberg profiled Microsoft CEO Satya Nadella, revealing that he's either a liar or a specific kind of
The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg
A young woman walks into a laboratory. Over the past two years, she has transformed almost every ...
40 Tips for B2B Customer Development Interviews - SKMurphy, Inc.
This post on B2B customer development interviews offers my lessons learned from several thousand interviews over the last 16 years.
Clay Christensen: The Jobs to be Done Theory
What I Learned Selling Bingo Card Creator
Some lessons learned in selling a bootstrapped software business. Relevant to buyers or sellers.
Proof of Work - The Marshmallow Test got a response. Now the real test begins.
After my critique of Bluesky's 2026 Report resonated across the Atmosphere, the company's new interim CEO reached out. We talked about what went wrong, what collaboration should look like, and why private data is the next test of whether the words match the work.
Proof of Work - The Marshmallow Test got a response. Now the real test begins.
After my critique of Bluesky's 2026 Report resonated across the Atmosphere, the company's new interim CEO reached out. We talked about what went wrong, what collaboration should look like, and why private data is the next test of whether the words match the work.
9 signs that your business idea will probably fail - Dan Norris
After 14 years running my own businesses, I’ve failed a lot. I haven’t kept count thankfully, but I’d say I’ve started at least 50 businesses / ideas and out of those, 3 have worked. And when I say worked I don’t mean staying in business, I mean resulting in either a decent income for me […]
Lecture 16 - How to Run a User Interview (Emmett Shear)
The Customer Discovery Handbook
This is a practioner's guide to conducting design research on personas, needfinding, value, and usability.